SELL THE 'PERSONALIZED' SOLUTION Flashcards
Five Key
Pieces Intro
“All right, great. Based on what I’m hearing, there are 5 key pieces we need to optimize to get you to [outcome] in the next few months. I’m going to cover these one by one, and please write this stuff down. Here’s specifically how we do that…”
Five Key
Pieces
All right, the first thing we need to do is [X]. What most
people do is that they [describe the wrong way to do it]. What we do instead is [describe the right way]. And the reason that works so well is because [describe the benefits]. Does that make sense?
What questions do you have for me about that?” (repeat this for all 5 pieces).
Note: Give each piece a cool name they have not heard before.
Summation
“All right, so when you put those 5 key pieces together, what you basically have is a formula for [describe outcome]. So once this in place, every day you wake up and [describe what their day is like when all is well]. Can you see why this is so powerful and why optimizing each of these 5 pieces is going to get you to [outcome] fast? That’s why this is a no-brainer.”
Delivery
“So, as far as how we do this, to build all this stuff out and get you everything you need, we’ll be working together for weeks.
And here’s what’s cool - everything is customized to you, so once you enroll, we’ll schedule a one-on-one call to welcome you into the program, and we’ll map out the exact game plan for the next 60 days, what I’m responsible for, what you’re responsible for, and we’ll make sure you have everything you need to get [outcome]. We’ll walk you through all of that on your Welcome Call to make sure you have everything you need.
Make sense?”
Transition
“Any other questions? Gotcha…..so you feel good, no questions.
What’s next? Where do you feel like you want to go from here?”
Onboarding
[whatever they ask] “So next steps are that if we agree to work together, you come into the program. You get access to the first week of training right away.
We set up that one-on-one cali to welcome you into the program and get you everything you need, and you’re going to realize very quickly this is exactly what you need and what you’ve been looking for, and that’s why we have the best results in the business.”
Framing The Investment
“Great, so the only thing left is the investment. So again, what we’re talking about here is taking you from a [business, marriage, weight, etc] where you [describe problems], and getting you to a [business, marriage, weight, etc] where you [paint the dream], right?”
NOTE: For a financial offer, do a chunk-up - “We’re talking about getting your business to $[X] /month, right? That’s $[X] year or $[X] over the next 10 years.”
Present the Investment / Decisiveness
Discount
“So the entire investment to transform your [business, marriage, body, etc] is just $15K.
That’s the investment any day of the week. But look - you’ve put your stake in the ground. You’ve told me you’re committed to [outcome]. So here’s what I’m willing to do - because you’re willing to take a step toward your dream and enroll right here on this call, I want to honor and respect that, so we’re willing to take a step toward you and take $5,000 off that investment, so it would ONLY be $10k. Got it?
Present the Investment / Decisiveness
Discount
And to make it even easier for you, you can split that up into two payments of $5k. Or, you can do what most people do and just take care of it in one payment, in which case, I can take off another $1,000, so it’s JUST $9k. So two payment of $5k, or one payment of $9k, which option works best and how can we support you getting off the sidelines and help you [outcome]?” (then shut up)
